This is a statistical examinationof
the fundamentals that drive the P&L and
the Balance Sheet. This stat data includes
the number of executed promotions, the number of leads generated, presentations made,
closes, $ales, plus your batting average and dollars per close.

A 'to-do-list' with stat counts Initiate this stat exam with assistance of a daily to-do-list that includes: a.
People
to call. b.
Projects
to address. Prioritize
the list. Begin with the first item and continue
until completed. Use
the list as a scratch pad for names, phone numbers, etc. But for the objectives of the 'micro exam', add the following five statistical abbreviations at
the bottom of the list.

Keep a count of each stat with simple
pencil marks. Run an ad make a mark under 'P'. Make a phone
call, make a mark under 'P'. Send a thank you letter, make a mark
under 'P'. Get a lead, make a mark under 'L'. Make a
presentation, make a mark under 'Pr'. Close a sale, make a mark
under 'C' and note the $ale amount under $.
Tally each stat count weekly, monthly,
quarterly, annually. In addition calculate and add the following two stats to the tally:

Batting Average (closes
÷ presentations)

Dollars per Close ($ales ÷ closes)

Stat charts
Convert the now 7 stat results to
points on a line chart -- one chart for each stat. Over several
periods the 7 charts develop into 7
dashboards that illustrates each stat's history and condition. A
chart’s slope or direction is also a predictor
of that stats future.

Promotion - its
direction predicts leads.

Leads - their
direction predicts presentations.

Presentations
- their direction predicts opportunities to close.

Batting Average
- its
direction predicts closes.

Closes - their
direction predicts sales.

Dollars per Close
- its
direction predicts sales productivity

Sales - its
direction predicts the direction of the P&L and the
Balance Sheet.

Chart prescriptionsThe following are prescribed plans of action for a chart's direction.

1. If a Chart's direction is at a steep skyward
inclination,
Then
keep doing what you’re doing.
Do
not change anything.

2. If a
Chart’s direction is less
than skyward but still upward,
Then
look at the tactical areas that affect that chart.
Keep
doing what works and do more of that.
Do
not make any drastic changes. 3. If a
Chart’s direction is flat,
Then
look at the tactical areas that affect that chart.
Do
more of what works
Eliminate
what does not work.4. If a
charts direction has a downward
slope,
Then
reevaluate each tactical area of the market plan that affects that stat.
It may be
time to change tactics. 5. If the
direction of a Chart is dropping as a dive-bomber,
Then
parachute out and reassess the marketing plan.